Value Selling (4):

Turn Value Management into a Customer Benefit

|

Support your customers by delivering measurable value and strong value communications

When resorting to discounting is an organization’s go-to renewal strategy, the lack of a value management practice is likely the culprit. Today’s buyers are looking for business partners. If your organization can deliver quantifiable value data that is easy to understand, both you and your buyers can benefit. In his analysis of a survey performed by Dimensional Research, Peter O’Neill highlights the importance of value management as a service to customers.1

Read More


Value Hero: Angela Wall - Honesty is Priceless

|
flying superwoman

Angela Wall, a Senior Manager of Technical Program Management at Oracle, is an influential leader at everything she does. But what truly makes her stand out is her strong client focus, her wonderful communication skills, and above all, her transparency and honesty. 

Read More


Value Hero: Mike Murphy - Championing Business Cases

|
flying superhero

When I worked for Mike Murphy, VP of Value Practice at Zscaler, we were working together on a huge deal that Mike had painstakingly prepared a business case for. At the time, our business cases were very manual and Mike had worked many hours with his champion to understand the project’s ROI. 

Read More


Why Sales and Customer Success Go Hand-in-Hand

|

SaaS business models have transformed the way the world looks at the sales process. What used to be a one-and-done, sign the deal, and ring the bell process has necessarily changed. Even for companies with tangible products like hardware, the sales relationship has thankfully evolved. Instead of a transactional perspective, today’s most successful organizations see sales as a relationship-driven process. Most importantly, it’s about forging long-term, mutually beneficial relationships, which has made the connection between sales and customer success even clearer.

Read More